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Healthcare Government Manager
Location : Illinois, Chicago
Refer job # GVJC338038

Job Responsibilities and Requirements: You'll have opportunities to speak up, solve problems, lead others, and be an owner every day as you Hold accountability for the total sales revenue of government accounts within assigned accounts, including new projects and flow business. Act as the key contact with assigned Healthcare Government accounts to cultivate ongoing productive/collaborative customer relationships and influence decisions through the application of consultative selling skills. Conduct all sales activities and processes within the parameters of the Herman Miller Sales process, utilizing the corporate tools and resources provided. Coordinate, review, and recommend pricing for all government bids, RFPs, RFQs, sales proposals and contract submittals for opportunities within assigned accounts, and sign bid documents as appropriate. Develop dealer community capabilities for growing share of Healthcare Government accounts. Develop and maintain productive business relationships with key specifiers, A D, and customer decision-makers, as well as internal contacts, to provide support, demonstrate design capabilities, schedule client trips, conduct product presentations, and develop facility strategies that will result in desired results. Function as the technical expert on how to prospect, win, and conduct business with government entities at all levels. Implement sales/marketing plans to increase Healthcare Government market share within sales regions. Lead and coordinate the internal/external networks and resources necessary to ensure maximum client coverage/success, achieving annual performance targets (i.e., discounting, revenue, orders, shipments, etc.) and creating a sustainable competitive advantage for Herman Miller within assigned government accounts. Maintain iSPOT (Opportunity Management System) information so the Healthcare Government Sales Team can accurately complete monthly forecasts of expected sales volume by account and by product line. Make regular sales calls on government procurement offices, design commands, civil engineering offices, and other agency offices as necessary to build productive business relationships with key decision-makers, specifiers, and influencers. You will maintain up-to-date client information and provide reports as requested. Manage activities within the assigned expense budget. Perform additional responsibilities as requested to achieve business objectives. Provide timely/accurate order forecasts on a monthly (90 day outlook) basis for anticipated government business activity. A Bachelor's degree in Marketing, Business Administration, or a related field, or an equivalent level of experience. Five years of successful Healthcare-related contract or capital goods selling experience, preferably with major, national, and/or government accounts. Basic knowledge of Herman Miller products, services, and culture, as well as the ability to distinguish Herman Miller products and services from the competition. Advanced selling skills, including qualifying prospects, lead generation, new business development, account penetration, strategic selling, conceptual selling, issues-based selling, consultative selling, negotiation, and contracts (closing) to uncover, understand, and meet the needs of government customers, as well as understand and effectively navigate the government procurement process/structure. Strong organizational and problem-solving skills as well as the ability to collaborate and negotiate with government personnel. Professional attributes that include an assertive work style and projected self-confidence.



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